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Best Practices for Creating Creative Immunity
These are unusual times, where access to our customers is limited and our skills are inhibited. The importance of the strategic account manager has never been higher, and the pressure has never been greater. We have to renew, extend and expand our customer relationships, fighting the inevitable pressure on margins. At the same time, our competitors are more aggressive than ever. We have to create competitive advantage, but a virtually delivered QBR isn’t going to cut it. Watch now.
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Value First Then Price: How to Engage Your Customer in a Discussion of Value
Price will be always part of the discussion. However, there are sales, marketing, pricing and negotiation strategies and programs than can help drive the discussion to Value First Then Price. Companies that are able to do this are 36 percent more profitable than ones that take a “make it up in volume approach.” And companies that buy based on best-measured value are 35 percent more profitable. We need to remind and demonstrate to our key accounts that both buyer and seller can be better off focusing on Value not Price. Watch now.
Find what works for you on the 2022 calendar!
SAMA Academy is designed to transform your good SAMs into great ones. Offered throughout the year, in-person and live online, these skill-building courses enhance and expand capabilities in specific areas shown time and again to lead to superior business results. Recommended for SAMs, their extended teams and SAM program leaders, many of the workshops offer credit toward SAMA’s Certified Strategic Account Manager (CSAM) program. Learn more.